The Drive to Bond & Belong is also key to driving motivation. Leaders need to understand that sales representatives thrive on building relationships – both inside the company and with their clients. However, systems, processes and rules that are put in place have a way of getting in the way of this. Today’s clients often don’t allow for your sales people to take them out on the golf course or to a fancy dinner. Sales representatives often work out of their home office with little interaction with other employees. Successful leaders will look for new and unique opportunities for their sales people to interact and form social connections. District meetings are more than just a time to convey information and train, they become an important connection moment for the team. Additional opportunities to meet with others or interact are also important – such as training sessions, sales meetings, social groups, select groups, and award programs. Social media is a new tool that holds a huge potential for building these relationships.